Winshuttle Partner Sales Training Selling to SCM EN
Master Data – Sales Training
Selling to SCM
Kristian Kalsing Director of Solution Management
Copyright Winshuttle 2014
What is SCM?
SCM is the wall-to-wall process, from purchase of raw materials from vendors, through manufacturing of finished goods, to sales of packaged products to customers.
Who should we be talking to? • • • • • • • • • • •
VP of Supply Chain Supply Chain Director Supply Chain Manager Logistics Manager Sourcing Manager Purchasing Manager Production Manager Plant Manager Warehouse Operations Manager Operations Manager Materials Manager
What are their goals? Examples SCM goals: • Optimizing procurement decisions based on complete and centralized vendor data. • Reducing stock by eliminating duplicate materials. • Enhancing insights into manufacturing processes with complete material data.
• Improving planning activities with timely availability of material data. • Saving costs in fulfillment and post-delivery activities by improved decision making from better customer data. • Shipping efficiently to correct addresses and debiting the right accounts. • Meeting vendor terms to capture all discounts available and avoid surcharges.
What is preventing them from reaching their goals? • Poor data quality affecting business operations • Incomplete data hindering new business initiatives • Qualified SCM people spending too much time in SAP. • Not getting the full return on the investment in SAP when modules are not implemented because of the associated manual data workload.
Positioning to SCM
What can Winshuttle do for SCM? A high quality SCM process requires high quality master data. Winshuttle is the quickest path to better SAP master data. Vendors
Purchasing
Manufacturing
Distribution
Raw Materials
Semi-Finished Goods
Packaging Materials
Finished Goods
= Master data domains that can be improved and managed by Winshuttle
Customers
Appeal to Lean SCM professionals live the “Lean way of life,” which is the philosophy of continuous improvement and gradually eliminating waste. • They always look for opportunities to “trim the fat” and become “fitter.” • They hate to see their people spend too much time in SAP rather than thinking about improving processes. • They often feel that they are not getting the full value from SAP. Too much “data work” is required to leverage all the modules.
The Lean philosophy may also be referred to as Lean Manufacturing or Lean Six Sigma. More information: http://en.wikipedia.org/wiki/Kaizen
Continuous Improvement Cycle
Why Winshuttle? Make Winshuttle an integral part of your Lean toolbox and accelerate how you • make continuous improvements, • free up valuable resources; and • control more processes.
Selling to SCM
Kristian Kalsing Director of Solution Management
Copyright Winshuttle 2014
What is SCM?
SCM is the wall-to-wall process, from purchase of raw materials from vendors, through manufacturing of finished goods, to sales of packaged products to customers.
Who should we be talking to? • • • • • • • • • • •
VP of Supply Chain Supply Chain Director Supply Chain Manager Logistics Manager Sourcing Manager Purchasing Manager Production Manager Plant Manager Warehouse Operations Manager Operations Manager Materials Manager
What are their goals? Examples SCM goals: • Optimizing procurement decisions based on complete and centralized vendor data. • Reducing stock by eliminating duplicate materials. • Enhancing insights into manufacturing processes with complete material data.
• Improving planning activities with timely availability of material data. • Saving costs in fulfillment and post-delivery activities by improved decision making from better customer data. • Shipping efficiently to correct addresses and debiting the right accounts. • Meeting vendor terms to capture all discounts available and avoid surcharges.
What is preventing them from reaching their goals? • Poor data quality affecting business operations • Incomplete data hindering new business initiatives • Qualified SCM people spending too much time in SAP. • Not getting the full return on the investment in SAP when modules are not implemented because of the associated manual data workload.
Positioning to SCM
What can Winshuttle do for SCM? A high quality SCM process requires high quality master data. Winshuttle is the quickest path to better SAP master data. Vendors
Purchasing
Manufacturing
Distribution
Raw Materials
Semi-Finished Goods
Packaging Materials
Finished Goods
= Master data domains that can be improved and managed by Winshuttle
Customers
Appeal to Lean SCM professionals live the “Lean way of life,” which is the philosophy of continuous improvement and gradually eliminating waste. • They always look for opportunities to “trim the fat” and become “fitter.” • They hate to see their people spend too much time in SAP rather than thinking about improving processes. • They often feel that they are not getting the full value from SAP. Too much “data work” is required to leverage all the modules.
The Lean philosophy may also be referred to as Lean Manufacturing or Lean Six Sigma. More information: http://en.wikipedia.org/wiki/Kaizen
Continuous Improvement Cycle
Why Winshuttle? Make Winshuttle an integral part of your Lean toolbox and accelerate how you • make continuous improvements, • free up valuable resources; and • control more processes.
